Three traits of highly successful sales people



Selling and buying are not purely intellectual exercises. Buyers and sellers are emotional human beings, which is why great salespeople are always masters at managing their own emotions. Based upon my observation (and some pretty hefty research in emotional intelligence), highly successful salespeople cultivate the following five emotional traits: 1. Assertiveness This allows you to […]

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Leveraging the search engines for lead generation



Too many marketing activities still happen in silos, and search engine optimization (SEO) is one of the most isolated. While SEO and lead generation are primary drivers of new leads for most B2B organizations, these teams typically only collaborate when new content needs an SEO review (if that). The general understanding seems to be that SEO helps the website—and […]

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The buying cycle of your leads



There are many parallels that can be drawn between flirting and moving leads down the B2B buying cycle. Both go through a number of stages, from initial awareness to developing an interest, and displaying clear signs of a willingness to commit. Not to belittle or oversimplify human relations, but let’s be honest — marketing is […]

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